Sales – ISBM

4 Strategies for B2B Marketers to Increase ROI During the Economic Downturn

B2B marketers can optimize their short-term resource allocation in four key ways during economic downturns.

September 24, 2023

Long Lags and Large Returns: Experimental Evidence from Advertising to Businesses (Thomas, Goic, and Kalyanam 2023)

In business markets, the impact of advertising can have a long-run impact on the purchasing of new products.

September 10, 2023

How To Scale Your B2B Google Ads Strategy Across Multiple Languages And Regions

The digitization of B2B selling opens unprecedented international opportunities if accompanying paid search strategies are localized.

September 3, 2023

Outlook for B2B Marketing: A Market in Transformation

Although B2B marketing expenditures are expected to continue to grow over the next five years, the ways in which firms intend to spend their budgets vary significantly.

August 27, 2023

The eB2B Opportunity for Consumer-Packaged-Goods Manufacturers

The rise of eB2B retailers opens up an exciting opportunity for collaboration with CPG manufacturers.

August 6, 2023

The Design of B2B Customer References: A Signaling Theory Perspective (Boyd, Sese, and Tillmanns 2023)

Although most firms strive to receive positive customer references, the elements within each reference can drastically change their impact on firm value.

July 30, 2023

Forrester Unveils Customer-Obsessed Growth Engine at its B2B Summit

The three key components of a customer-obsessed growth engine are creating buyer value, aligning marketing, sales, and product teams, and leveraging technology.

July 16, 2023

Leveraging Growth Analytics for B2B Sales

In both favorable and unfavorable market conditions, B2B firms that embrace growth analytics are better poised for success.

July 9, 2023

Customer Journey Management Capability in Business-to-Business Markets: Its Bright and Dark Sides and the Overall Impact on Firm Performance (Homburg and Tischer 2023)

Although effective customer journey management can increase firm performance, how it is achieved can be costly.

June 25, 2023

The B2B Marketing Benchmark: A Global Look at the State of B2B Marketing

A recent survey of B2B marketers revealed that both budgets and the use of AI are expected to grow in the coming years.

June 19, 2023

ISBM Pulse: Sales

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